The Standard of Living Approach

This approach discusses Standards of Living on an inclined plane ranging from sheer poverty to luxury, and the need for protecting the prospect's earning power:

"Chris, the ideas I'd like to share with you have helped me, and other successful people in situations similar to yours, build a financially secure future and solve some of the financial problems commonly encountered.

"If, when I'm finished, you're interested in what we've discussed and want to pursue things further, that's fine. If not, that's fine too. Perhaps you'll know someone who fits my preferred profile and may benefit by meeting with me and sharing some similar ideas. Does that sound fair enough? Fine.

"Chris, before I share with you the type of work I feel you have the right to expect from the person who handles your financial strategies and insurance portfolio, do you have any questions you would like to ask me? Would it be all right if I ask you a few questions?

"Chris, what do you consider to be your most valuable asset? Could you explain that a little further? Why do you say that? Would it surprise you to learn that most people feel that they, themselves, are their most valuable asset? May I show you what I mean?"

(Draw incline triangle.)